Among the biggest challenges facing many women in business is placing their price and requesting the money. Charging what you’re worth isn’t as straightforward as setting a price and sticking to it in countless little ways, we could still manage to undermine our best efforts before knowing we’re doing it.
Sometimes it’s our own body language that betrays us, other times it is our choice of words or the way in which the subject is changed and the question of cost is side tracked. Many people have been brought up not to discuss money. Money is a taboo topic and since we do not like to discuss it, we avoid it. But if you would like to maintain what you deserve, it is no great saying: I hate asking for money.
If you’re in business, you must discuss money and cost — and mastering this skill is vital to success. Price is often the first thing a client would like to know, and the last thing the seller would like to discuss. For those who have something to sell you will need to become comfortable selling value.
There are a number of reasons women do not charge what they are worth — for some it is a lack of self belief and confidence. Sometimes the cause is ignorance, they just don’t understand their true worth or they undervalue what they do. For others it is a misguided sense of loyalty to their client, or an awareness of social justice where they feel the need to subsidize their clients at their own cost.
People pleasers find it especially difficult unless they have the sales skills to convey their true worth to the purchaser. Part-time employees and lower paid women have the most to lose by not charging what they’re worth. Getting’warm fuzzies’ from providing your clients a excellent deal doesn’t cover the bills nor does it enhance your long term prospects. If you find you’re giving yourself away or ignoring heavily on a daily basis, when will you ever earn it back? If you accept less than you’re worth today, you’ll need to earn more tomorrow, so you’ll never catch up on your own.
Each time you ask for less than what you know you’re worth, you reinforce your own doubts regarding your own self-worth, digging yourself deeper into the rut. And every time you ask for less than what your clients know you’re worth, you instruct them to undervalue you. You signal to your client your accessibility to be exploited. When you give your client an additional dose of time you present them with some of your life, belittling the value you put on your life.
Don’t you believe that, since time is the life, you need to guard it more preciously? Women tend to be their own worst enemies, holding back themselves with their own inner doubts and fear of success. You risk drawing attention to yourself; you could get called greedy. You might begin to earn enough so that you can stop struggling — but are you prepared for this change in your lifestyle and individuality? You could make people jealous of you.
Your success may ostracize your loved ones and friends; they may think you have become a different person. You may have the opportunity to live your dreams — but fantasies are rarely the same in fact. Maybe you’d like to live your life wanting, because then at least you maintain your fantasies. If you’re not yet charging what you’re worth — ask yourself why are not you? Where’s the fear and what is the pay off? What do you need to gain by charging less than you’re worth?